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Webcast

Extending a Learning Event: Best Practices for Sales Managers

6 November 2014

Sales Managers are integral to driving change in organizations, especially when implementing training or learning initiatives. The key to successful adoption of any of these new initiatives lies in developing a strong framework for supporting the acquisition of new skills and processes over time. In this webinar, Nattalie Hoch, Executive...Read more

Webcast

Sales Kickoff: A Strategic Approach

5 November 2014

This webinar will goes through some key areas to consider as you plan your Sales Kickoff meeting. Also shared is research from Sales Management Association around best practices in preparation and planning for sales meetings and ideas around motivating salespeople. Viewers will learn: Best practices to ensure objectives are carried...Read more

Research

Management’s Sales Coaching Impact

4 November 2014

Sales coaching remains a hot topic among sales effectiveness leaders. Our audience shows a persistent interest in sales coaching practice – the coaching approaches managers are using to affect meaningful change in their sales organizations. This research study examines sales managers’ practices, priorities, challenges, and impact areas related to sales...Read more

Blog Post

Sales Forecasting – What NOT to Do

3 November 2014

Does your sales forecasting accurately predict the future results of a sales force? Staying apprised of trends and best practices for sales leadership is one way to improve upon forecasting effectiveness…. and to make sure you re not about to be a cast member on Sales Forecasting: What NOT to...Read more

Webcast

Preparing the Sales Plan: Best Practice Approaches from High Performing Sales Forces

29 October 2014

It’s planning season for sales organizations – a whirlwind of activity that includes reviewing performance, assessing forecasts, assigning growth targets, building budgets, aligning territories, and allocating quotas. Unfortunately, many sales plans don’t produce what the sales organization most needs: insight into what changes are required to meet performance expectation, and...Read more

Webcast

Escaping the Horrors of Sales Compensation

29 October 2014

There are few things more critical to a company’s top and bottom line results than sales compensation. Businesses can't survive without sales, and sales compensation is the primary vehicle to inspire motivation and track and reward sales success. Yet even as businesses turn to enterprise systems to streamline key processes...Read more

Blog Post

What Leads to World-Class Sales Performance in B2B Selling Environments?

22 October 2014

Top performers in sales organizations are recognized, applauded, and held up as the standard? to aspire to by other members of the sales team. At quarterly or annual sales events, the leaders are recognized for their revenue performance and growth. Metrics, in other words, are the standard bearer of success....Read more

Webcast

Building a Smart Sales Plan

9 October 2014

A recent Aberdeen report on sales performance effectiveness reveals that there’s a large gap between best-in class firms and the rest of the pack when it comes to meeting quotas. While 84% of the best-in-class companies met quota, only 55% of average and 15% of laggard companies reported hitting their targets....Read more

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Extending a Learning Event: Best Practices for Sales Managers

Sales Kickoff: A Strategic Approach

Management’s Sales Coaching Impact

Sales Forecasting – What NOT to Do

Preparing the Sales Plan: Best Practice Approaches from High Performing Sales Forces

Escaping the Horrors of Sales Compensation

What Leads to World-Class Sales Performance in B2B Selling Environments?

Building a Smart Sales Plan

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